RAIN Group

In the coming year, as we continue to face economic uncertainty, CSOs are navigating choppier waters than ever. As a sales leader, your mandate is clear: drive efficiency, deliver predictable revenue growth, and increase margins—all while adapting to rapid shifts in buyer behavior and technology. With budgets under higher scrutiny, your decisions need to be defensible and ROI-driven. Your 2025 strategy must be resilient, mitigate risks, and align with broader business priorities. It should address: ▪️Planning and justifying sales and enablement initiatives ▪️Hiring and retaining top talent ▪️Creating a culture of continuous learning ▪️Driving profitability and predictable revenue ▪️Adoption of technology and AI ▪️Maximizing team productivity ▪️Strengthening sales leadership To overcome these challenges, it's best to start planning ASAP. In this compendium, we've compiled 25 tools and resources across these areas to help you plan for 2025. You'll also get early access to our new research on continuous learning in sales. https://hubs.li/Q02Wl_2_0 #SalesManagement #SalesLeadership #B2BSales #SalesEnablement #SalesManager #SalesLeader #RevenueEnablement

Can you send me a proposal? Sellers love to hear these six words from buyers. While a good proposal summarizes what you've already discussed and agreed to. A proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you. This video will cover: • 8 key sections of a great proposal • 4 questions your proposal should answer • The 1 page most sellers don’t include, but should https://hubs.li/Q02V6w480 #salestips #sales #b2bsales #businessdevelopment

The first step in crafting a sales playbook is to gather input from your team. As with many other areas of sales leadership, collecting the right information to make an informed decision is critical. B2B organizations can drive insight with the help of a field advisory board—a forum comprised of a select group of experts from various roles across your organization. Field advisory boards are gaining traction among our clients because they help you gain new insights, test strategy, and improve long-term planning. In this article, we share how you can leverage a field advisory board to adapt and thrive in a competitive sales landscape. https://hubs.li/Q031hggy0

The Buyers' View Understanding what buyers want is crucial. These statistics reveal key insights into buyers' perspectives, preferences, and what influences their decision making. ▪️According to buyers, several factors that are under a seller's control influence a buyer's purchase decision, including: focusing on value (cited by 96% of buyers), collaborating with buyers (93%), and educating buyers with new ideas (92%). ▪️82% of buyers accept meetings with sellers who reach out to them. ▪️Buyers want to talk to sellers early in the buying process: when they're looking for new ideas and possibilities to drive stronger results (71%) and when they're actively looking for a solution (62%). ▪️82% of buyers look up providers on LinkedIn before replying to their outreach. ▪️During sales negotiations, 94% of buyers are okay with trading. Key Takeaway: Buyers are open to seller outreach and value insights that can drive business results, especially early in their buying process. #sales #salestraining #salesenablement #b2bsales #saleseffectiveness

Planning and executing seller development is an ever-evolving puzzle. You need to train sellers in a variety of skills, adapt to a changing sales environment, and make training stick—all while tending to other areas of the business. That’s why we created RAIN Group Total Access, a subscription-based sales training system to help you stay agile and upskill your sellers in key areas. Total Access provides you with our entire suite of training modules, videos, tools, learning journeys, and more to deploy when and where you need it. With Total Access, you’ll get: ▪️Complete access to award-winning sales training and materials ▪️86 learning modules across seller and sales manager skills ▪️4 delivery modalities, including ILT, VILT, hybrid, and self-study ▪️Train the Trainer and Coach certification processes to get your team certified to deliver the material ▪️Training implementation best practices, checklists, and tools ▪️Accessible tools, videos, and job aids to use when your sellers need them Bring our sales training programs to your organization at a low per-person subscription. https://hubs.li/Q02-X6wT0 #salestraining #salesenablement #saleseffectiveness #salesleader

Andy Springer joins Alex Raymond on the Account Management Secrets Podcast to talk about the game-changing power of focusing on fewer, high-potential accounts. Why spread your resources thin when doubling down on the right clients can yield far bigger returns? Andy shares: ▪️How top-performing account managers know the value of strategic account selection—choosing which clients to grow proactively and which will thrive organically. ▪️A fresh perspective on segmentation: how well do you really know your clients? The more you understand their goals and challenges, the more you can build trust and position yourself as a true partner, not just another vendor. ▪️The essential roles of an account team, the importance of a flexible, evolving account plan, and why becoming a client’s trusted advisor can be the key to unlocking hidden growth. Listen to the episode here: https://hubs.li/Q030mNqx0 #strategicaccounts #strategicaccountmanagement #sales #accountmanager

RAIN Group and Allego's research on Continuous Learning in Sales featured on MarketingProfs The Three Key Drivers of Highly Effective Sales Training >> https://hubs.li/Q030lvMP0 #salestraining #salesenablement #saleseffectiveness | Ayaz Nanji

9 key principles you need to master to stand out and win with senior executives. No. 7️⃣ Gravitas Senior executives want a partner to drive initiatives forward, someone who can be trusted, respected, and is an authority figure in their own right. ▪️ Demonstrate executive presence ▪️ Be decisive ▪️ Manage your reactions ▪️ Establish a peer dynamic ▪️ Build credibility #sales #b2bsales #selling #salesrep #salesteam #salestips #infographic #marketing

One of the benefits of having a sales playbook is the ability to better measure key metrics for decision making. But which metrics should you be tracking? And what does success look like for each? Many organizations struggle to justify the ROI of their training and enablement initiatives and don’t track data that indicates progress toward their goals. Don’t let your data go to waste—leverage both lead and lag measures to give yourself clarity in setting and achieving your strategic goals. In this article, we share how to choose and track metrics that align with your strategy and organization. https://hubs.li/Q030d8Sr0?

Most time management systems are too complex. Do (and don’t do) a few simple things and you can reclaim significant lost time, then spend that time the way you want Almost everyone at some point in their career will toy with adopting some kind of time-management system. Few stick with it. The challenge is that many time-management systems focus too deeply on the activity level—what to do first, what to do next, what the priority order is—without paying enough attention to the bigger picture. We find it instructive to think of time in four levels: 1. Treasured 2. Investment 3. Mandatory 4. Empty If you want to be most productive, you shouldn’t just make time management a priority; you must obsess over TIME. Where does obsessing over TIME start? With understanding it, tracking how you spend it, and choosing how you should spend it Watch this video and learn more about the four levels, and discover what levels you want to maximize, what level you want to minimize, and what level you want to eliminate. https://hubs.li/Q02V6PKc0